Develop and own Dropzone AI’s global OEM and strategic partnership roadmap.
Identify key partnership opportunities aligned with product strategy and market demands.
Evaluate, negotiate, and structure complex strategic deals, integrations, and joint offerings.
Build the long-term ecosystem strategy that enables Dropzone AI to scale into new markets and customer segments.
Source, engage, and manage relationships with top-tier technology vendors, cybersecurity platforms, cloud providers, and service partners.
Lead partnership lifecycle end-to-end: discovery, evaluation, mutual value mapping, contracting, technical alignment, and GTM execution.
Establish revenue-bearing OEM agreements and high-leverage channel/technology partnerships.
Drive co-selling motions, joint marketing plans, and co-delivery efforts to accelerate pipeline and adoption.
Work closely with Product and Engineering to prioritize and guide integration work, joint product roadmaps, and platform interoperability.
Translate partner requirements into actionable product insights and drive alignment on technical feasibility.
Ensure partner-enabled solutions deliver exceptional customer experience and measurable value.
Partner with Sales to operationalize partner-sourced pipeline, co-selling, and referral motions.
Collaborate with Marketing to design partner messaging, joint announcements, and co-marketing campaigns.
Work with Finance and Legal to model deal structures, negotiate terms, and optimize contract frameworks.
Define and track KPIs for partnership effectiveness, including sourced pipeline, OEM revenue, integration adoption, and ecosystem health.
Build repeatable motions, processes, and governance to ensure partnerships scale efficiently.

Requirements

8+ years in business development, strategic partnerships, alliances, or OEM leadership roles within SaaS or cybersecurity.
Deep understanding of the cybersecurity ecosystem (SIEM, SOAR, EDR, MSSP, threat intel, cloud security, incident response tools).
Demonstrated ability to structure, negotiate, and close complex commercial or OEM agreements.
Experience building and scaling partnership programs from the ground up.
Strong technical literacy—comfortable discussing architecture, integrations, APIs, and security workflows.
Proven ability to collaborate cross-functionally while owning outcomes end-to-end.
Excellent communication, negotiation, and executive relationship-management skills.
High-energy, entrepreneurial mindset; thrives in a fast-paced, high-growth environment.
Early-stage startup mindset.

Benefits

company paid health insurance
401K Plan with employer match
Self-Managed PTO
parental leave
more

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills

business developmentstrategic partnershipsOEM agreementsnegotiationcontractingtechnical alignmentintegrationKPI trackingarchitectureAPIs

Soft skills

communicationnegotiationrelationship managementcollaborationentrepreneurial mindsethigh-energyoutcome ownershipcross-functional collaborationproblem-solvingadaptability